“ My focus is not on selling…I simply help clients buy what they need. I am always in problem solving mode, and that puts me on the client’s side of the table .” – Don Ray, management consultant The buying/selling process begins with an introduction and an exchange of information about the buyer’s business and the seller’s product or service. It’s more informal than formal as each side assesses whether there is a level of trust and credibility to engage in a deeper conversation. A warm referral can speed up this process, otherwise you can take something from your education based marketing materials (blog post, relevant article about their business) to move the process forward. What happens next is often the place where sales are won and lost. In this series of blog posts about Must Have Sales Skills in 2018 the ability to question your way to the sale...